As part of an aggressive education drive among its channel partners, Novell South Africa has announced the launch of the new Novell Academy, which is to deliver enhanced sales and technical training to Novell Business Experts (BEs) and business partners. The training also forms part of the re-accreditation process for reseller status.
"The academy is purely a South African initiative and is geared to uplifting the skills levels within the Novell channel," says Novell channel manager Manoj Bhoola. "Consequently, we have upgraded our current one-day, instructor-led CNS (Certified Novell Salesperson) course, and have made it a prerequisite to the newly soon to be implemented NSS (Novell Solutions Sales) course.
"The NSS will take the form of a free, two-day workshop for BEs and will be specifically customised around their customer base," he explains. "Sales methodologies will be discussed using Novell`s go-to-market strategy, which is based on the renowned Miller Heiman sales methodology that Novell endorses. Additionally, case studies will be examined and actual sales processes followed, including completing account plans and account blue sheets."
Bhoola says free, advanced technical training will also be provided to BEs. "This instructor-led training will run for two to five days and will cover all the latest Novell solutions. Additionally, customised, one-day technical training will be available free to partners, on request."
The academy also aims to increase its customised Novell training in the regional areas. "Following the end of a road show, the presenters will spend another day in the region providing sales training on the product they exhibited in the road show," says Bhoola.
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